If you have been using an iPhone for years, making the switch to an Android device can be quite challenging. And vice-versa. Despite the benefits of using a different technology, comfort and convenience usually wins the day. Change can be difficult for most people. So you can imagine that getting your customers to change is equally as hard.
You may have a terrific product but to convince customers to select your product requires more than just a list of benefits.
What are the barriers to change and how do you make the process easier to implement?
Create An Awareness For Change
The first step is to check – does your customer have the awareness that they need to change? Are they aware of the options that are available?
And how motivated are they to change? If there is no burning desire to change, it is unlikely they will make the shift to your product. They will want to make a change only when the pain of staying with the same product exceeds the pain of changing to a new product.
Focus on one incremental change at a time with the customer. The key here is to take baby steps.
Make The Change Easy To Implement
Step 1, step 2, step3, boom! The process should be easy to implement.
We can only take so much change at one time. Avoid complicating the journey.
If your product line takes three to six months to implement, you might end up losing customer interest.
When faced with change, the natural tendency for humans is experience an increase in anxiety levels. This is due to the uncertainty of the process and not knowing what the outcome will be.
Ensure you build trust with the client first and be mindful of their anxiety when you speak to them.
As much as possible, remove the unexpected and clarify the steps of the process required to make the transition a successful one.
Sheevaun Moran is a business advisor, master coach, quantum energy thought leader and the founder of Energetic Solutions. She uses business principles with energetic techniques to help more than 25,000 entrepreneurs, CEOs and leaders bring instant focus and shifts to clarity, purpose, and profits.
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